I began my B2B selling career twenty-five years ago, and the journey from average seller to highly effective seller and sales leader has been humbling and gratifying.
While selling and leading the enterprise sales team at Huthwaite, I noticed that organizations were not focusing enough time and resources on training and developing sales managers. I started my own sales management training and development company, United Sales Resources, in 2010 to fulfill an unmet need.
Since then, my mission has been to help sales managers recognize important opportunities for development, to address problems that are keeping them from achieving their goals, and to help them become more effective leaders.
I published my first book in September 2017, The Cadence of Excellence: Key Habits of Effective Sales Managers, and the experience reinforced the value of storytelling. With all the dry statistics and jargon-heavy talk we see about professional sales and leadership, I’ve found that people gravitate to stories about how others succeeded and overcame common obstacles.
My second book, The Ultimate Differentiator: The Sales Manager’s Guide to Talent Development was published in March 2020, and it addresses another, universal challenge for sales managers, ensuring you have the right mix of talent to deliver the results you need to achieve.
My third book will focus on how to become a more authentic and virtuous leader, and it will be published in the four quarter of 2021. I will announce the book’s official publish date on this page as soon as it’s done!